The situation
A prominent multi-specialty group operating across 20 states was preparing for a complex negotiation with a national benefit manager. Because the provider was required to issue a six-month termination notice, they needed a strategic partner to guide comprehensive planning, targeted audience engagement, and market-based insight to strengthen their negotiation strategy.
The challenge
Facing a tight timeline, the group needed to ensure its message reached key employers offering fertility benefits through the benefit manager. They also required in-depth market intelligence to bolster their negotiating position, both for this contract and for future discussions.
Strategic approach
We partnered with the provider to develop a detailed communications plan outlining tactical strategies for each key audience. A major focus was creating a direct-to-employer outreach strategy, supported by a custom employer database to enable tailored messaging across multiple states.
To further strengthen their position, we conducted comprehensive price transparency benchmarking in the provider’s top six markets—analyzing the top four payors in each and comparing rates across competitors. This analysis revealed clear opportunities for negotiation leverage and provided ongoing insight for future contracts.
We also supported board presentations, advised on contract language and operational strategy, and informed decisions for other practices as part of the broader communications effort.
Results
Secured the largest compounded rate increase over three years—without issuing external communications or causing patient disruption
Used price transparency benchmarking data to prioritize upcoming negotiations based on identified pricing gaps
Expanded engagement: the client requested our support for contracting in eight additional states